Lead Nurturing Strategies & Insight

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Posted: March 2, 2020
Category: Growth
Comments: 0

After focusing on Lead Generation Best Practices for B2B and B2C companies, we now turn our attention to Lead Nurturing. How do you nurture leads effectively so that those who are aware of you become clients?

Here are few key insights come to light that you can apply to your business today as we look at data from 100's of US-based EO companies that have participated in the Growth Research project with MyEO Industry Group.


Lead Nurturing Strategies


How are companies nurturing leads, below are the different strategies companies, comparing All, B2B and B2C.


Lead Nurturing Software Usage


What software do all companies use to support their lead nurture efforts.





Looking at all respondents Mailchimp was the most used software to nurture leads. But, when we segment the data for B2B based on Net Promoter (those who marked 9 or 10 on a 0-10 scale of how likely they were to recommend it) and High Growth companies (growing over 20% YOY) Hubspot was the dominant player.


Lead Nurturing Effectiveness


What are the most effective lead nurturing strategies? The chart measures 3 different things.

Lead Nurturing Effectiveness: On the X-Axis (bottom) is a rank from 1-to-5 on how effective different lead nurturing methods are.  The farther right, the more effective, so the numbers represent the following:

  • Not Effective - 1

  • Slightly Effective - 2

  • Moderately Effective - 3

  • Very Effective - 4

  • Extremely Effective - 5


Lead Nurturing Method Frequency: On the Y-Axis (Left) is the % of respondents that use a lead generation method.

Top New Deals from Lead Nurturing Method: The size of circle is based on how many respondents said the lead generation was the top revenue generating method.  These are also segmented and color coded based on Top, Middle, Low or None in terms of how many respondents selected their top method.



Next week we will dive deeper into Lead Nurturing Effectiveness breaking out B2B, B2C and High Growth companies to look closer at what they do to nurture leads to become deals.

Conclusion


As mentioned before, our next theme will focus on MONEY.  So look for a new survey coming your way but until then more great content on GROWTH is coming your way.

I am excited for us to learn from each other as mentioned, our chapter seeks to increase member-to-member value through curating and creating valuable content that you care about.  GROWTH is the first theme that will be unpacked for the next several months but over the year we will focus on 4 themes GROWTH, SCALING your operations, creating a winning STRATEGY and MONEY.

Feel free to reach out to me if you have questions!

Drew Goodmanson
EO San Diego Member since 2009